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July 2021

23
Jul
Virtual sales  ·  Virtual selling
5 simple yet powerful virtual selling tips to boost conversions

The sales world has changed drastically due to the coronavirus crisis. Gone are the coffee meetings and face-to-face conversations with prospects. The pandemic will eventually subside, but virtual sales calls aren’t going away. This makes selling or any customer-facing role much more challenging because it’s more difficult to build relationships, obtain critical information and tailor our sales efforts in a virtual environment. Let’s discuss Virtual Selling Tips.

We must learn how to set and manage the virtual stage to understand customers’ needs. This requires being far more observant of their behaviors because a small screen or phone conversation is often our only window into their behavioral preferences.

The key challenge is to gain buyers’ attention and keep them engaged virtually through the conversation. Changing buyers’ points of view on what’s possible or how to solve a problem requires understanding their needs & developing relationships, all of them virtually.

Here are a few simple, yet powerful tips on making this work.

5 tips for boosting your conversions in a virtual selling environment

1. Make video technology your best friend

We all know how one-to-one video exploded with an increase from 7% in 2019 to 40% in 2020. It represents a 471% increase year-over-year. The LinkedIn State of Sales Report 2020 also confirms that. Virtual selling has gone mainstream, with data showing that 81% of sales professionals are conducting more video conferencing. It is just the start of using video powers.

You are the best & strongest in all in-person sales calls, you and your team are totally comfortable “in the room” and can convert any prospect. So actually nothing changes in a virtual world, ensure you don’t even think that you are not in the same room, just be on the video with the same zeal & enthusiasm.

Your basic rules don’t change at all, you would not show up in a T-shirt and baseball hat in an in-person meeting, you would not sit in a dark room, and you would not make a prospect see only part of your face. Of course not. Apply the same simple common sense here, too. Make sure your room is presentable. Look at your background. Is it distracting? Is it messy? Does it present the image you and your company want to present? Try using a virtual background or the blurry background that most video conferencing platforms offer.

Ensure your pitch decks and demos are all ready to be shared and tested well before the start of the call. An important catch is to test the audio as most of these platforms have specific ways to enable audio settings.

2. Relationship building in a virtual environment needs an extra effort

The most critical aspect you will agree on in a selling process is to build a relationship & trust with clients. An in-person meeting facilitates this well because of the way body language & physical behaviors communicate your intent and values to everyone around. How to do this from behind a video needs some extra effort to counter the missing personal touch.

This would mean some extra research on the client to know its growth strategy, needs, and problem statements. Knowing the profile, interests and hobbies of your client’s counterpart will help you break the ice in a conversation and get more active involvement in a meeting.

Another important aspect would be to be a little more observant of the client’s behaviors & reactions in a conversation. Clients’ involvement in the conversation, their reactions to the product pitch, and how much they are talking actively about how it solves their problems will give you a good indication of how to engage better.

3. Make your virtual sales pitch a little more educative

The virtual world provides us with the opportunity to be able to share more by using many technology tools. This in turn helps to make sales pitches more educative and supported by multiple props.

Demos & videos of the product/service can be presented more seamlessly, using screen sharing, and providing remote access you can make clients experience the product in a much more effective manner.

You should also use the power of google search to look for any additional information which can help your sales pitch during the conversation. This will further support your pitch proposition and also enhance clients’ understanding of the need for the product or service.

4. Set your actions steps or next meeting before you leave the call

While you would do this anyway in an in-person meeting as well, doing this in a virtual selling environment becomes much more important. Setting & scheduling the next meeting or sending a summary of the next steps makes the virtual meeting achieve the objective of the end handshake that you would do in an in-person call. It shows the importance that you are giving to the client and their time.

You can use features of automated transcripts offered by some of the video conferencing platforms to make this task very easy for you.

5. Last, but most important add some metrics specifically to measure virtual selling

Now that you’re well set for the virtual world, let’s spend some time talking about data, metrics, and tracking the business outcomes and sales results from going all-in on virtual selling.

You have your sales metrics already set with your sales funnel conversion rate, your productivity in terms of calls per day, etc. But here are a few metrics specific to virtual selling that you should add to your tracker

  • Calls scheduled vs actual
  • Time spent per call
  • No. of calls needed per conversion
  • Customer involvement & sentiments on the call
  • Call quality score

You would notice these metrics are very specific to virtual sales calls and also tracking them requires certain technology support. Zipteams is working in this area to help you measure these metrics so that you can achieve better conversions. You can reach us at www.zipteams.com to get some help with tracking these. 5 simple yet powerful virtual selling tips to boost conversions

by Saanya George


20
Jul
B2B Sales  ·  Sales  ·  Sales Teams
Virtual Selling is Here!

What is Virtual Selling?

Virtual selling is where sales conversations occur entirely online rather than in person, usually through video. This includes having sales meetings through video calls or communicating with prospects through video messages.Shorten the Sales Cycle. Drive more revenue. The world has changed. Sales teams today face a new environmentIt gives B2B salespeople the key skills they need to defend revenue through the pandemic.

 

How Virtual Selling is creating its own importance?

With all the benefits that virtual selling can offer to businesses, developing a professional internet marketing campaign can attract more customers to your product or brand to grow your business moreMeasuring and tracking results gives your business a better idea of how your marketing campaign is faring. This process is way easier when it comes to virtual selling. It gives you an idea of how you can better grow your traffic, leads, sales, and conversions. Without the ability to measure and track your results, you cannot alter or modify your marketing campaign so that it can better deliver the results you desire.With virtual selling, you can easily reach beyond your geography to offer your products or services to customers worldwide. Wherever your target audiences are, you can easily reach them 24/7 and from any country all over the world. If your audience consists of more than your local market, utilizing global marketing offers you a great advantageIn addition to this, there is no regional or international time difference for you to worry about that will affect the reachability or availability of your offers or online campaigns. Whenever someone opens their computer and connects to the internet, there is a higher chance of them seeing your marketing campaign.

 

How are businesses benefiting from Virtual Selling?

Virtual selling is more than just a workaround for social distancing. It’s become clear that virtual selling offers long-term benefits in a post-pandemic world.Many sales leaders are already preparing for a future where effective virtual selling is a normal, ongoing business practice. HubSpot research has found that 63% of sales leaders believe virtual sales meetings are equally effective or more effective than traditional, face-to-face meetings.Salespeople and sales leaders aren’t the only ones benefiting from the effectiveness of virtual selling. As the majority of B2B selling interactions have gone remote, customers also want virtual selling to stay, with approximately 80% saying they prefer this method of interaction. Among the top factors driving their preference for virtual sales are easier scheduling, travel cost savings, and safety.Almost two-thirds (65%) of sellers say they “always” put the buyer first. However, only 23% of buyers agree that sellers “always” put the buyer first. Sellers know they should be putting the buyer first, but in our survey data, they indicate that their sales organizations are a barrier to implementing buyer-first behaviors. For instance, only 39% of sales professionals say their sales org delivers the buyer’s first behavior of providing free and easy access to product reviews “all the time.” Similarly, just 43% of sales professionals say their sales org stays actively engaged after the sale to ensure value delivery “all the time.

 

How to make your sales teams learn & adopt virtual selling?

Virtual Selling training program equips salespeople with the skills and techniques to increase credibility, create connection, foster openness, and build trust in a virtual sales meeting to drive momentum and win sales opportunities. Selling in a virtual environment is more challenging than face-to-face selling, especially if sellers are forced into a virtual sales meeting with little experience or training and are already stressed given the global state of affairs. Sales leaders need to instill calm and confidence so sellers can focus on the right things. Sellers need to instill calm and confidence with customers scrambling to keep their own businesses in operation.Sellers need a game plan, and confidence, and skill to fully embrace and execute a virtual selling strategy. And the only way to gain confidence and skill is to practice in a virtual environment & utiliziing the data on virtual selling platform. Just as in sports, the team best conditioned is the one who typically comes out on top. Arming sellers with an understanding of the unique challenges, a set of best practices, and lots of practice is what will help sellers to continue to engage in meaningful conversations, and instill the confidence and trust needed for customers to make purchase decisions in these difficult times.

 

Conclusion & Way Forward

Remote work will only grow as we move through the pandemic, which means that virtual selling for the sales industry will be necessary for success. Knowing how to manage virtual selling solutions for your business can boost revenue and strengthen customer relationships.

by Saanya George




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